Become A Trusted Advisor To Customers — Manufacturers Can Help
By Cathy McHugh, DVTEL
Ideally, customers should be accustomed to depending on their IT reseller or integrator as a “trusted advisor.” This dependence is a core element of any reseller's value proposition. Savvy manufacturers look for ways they can help a reseller fulfill this important element of service to the customer. The best manufacturers act as partners with resellers to provide resources to encourage even greater trust among customers and a stronger bond with resellers. As resellers constantly seek to maximize their value to customers, there are several elements a manufacturer can add to the mix:
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